Chip Doyle

Chip Doyle is the owner of an authorized Sandler Training® center located in the San Francisco, California area. Chip shares techniques and innovative methods that allow salespeople and consultants to take charge of the selling situation and “sell without sounding like a salesperson.” His dynamic and entertaining style makes him a welcome speaker at dozens of trade associations and business groups each year.

Since opening his Sandler Training center in 2000, Chip has conducted more than 1,000 private and public workshops and consulted with hundreds of companies on a variety of sales related topics impacting the success of CEO’s, business owners, sales managers and salespeople. Chip is co-author of the new Sandler book In-Home Selling The Sandler Way, due for release in 2015. He has been featured in the San Francisco Business Times and his articles have appeared in publications such as Forbes and Remodeling Magazine.

Why Sandler Salespeople Find Pain

By Chip Doyle / August 8, 2019

As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call…

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Pay Attention to Your Prospect’s Actions

By Chip Doyle / July 26, 2016

Many sales organizations get caught up in the details of educating or convincing their prospect to buy. Some sellers might even ask “What do we need to do to earn your business?” and worry about what they can do to facilitate the buying process. “What do you see as next steps?” is another common question…

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Selling to Homeowners: To Quote or Not to Quote?

By Chip Doyle / December 2, 2015

As salespeople who work with homeowners, we sometimes fall into the trap of thinking that our most important job is to create quotes. We may decide to do as many quotes as possible, email those quotes and leave lots and lots of messages—all in the hope that prospects will hunt us down and tell us…

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Do You Have A Fear of Asking Questions During Sales?

By Chip Doyle / April 13, 2015

I spend about 80% of my time working with sales professionals to perfect their ability to structure the questions that need to be asked. They all understand the importance of asking questions but need some assistance in creating their own tailored versions. Salesmen often enjoy the exercise of deciphering which questions uncover the compelling reasons…

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Quit Rolling the Dice in Sales

By Chip Doyle / October 17, 2013

I just returned from Las Vegas where I spoke to business owners in the construction industry. I admit, I do get excited about wagering, especially in Las Vegas, but I realized how I was getting suckered in when a slot machine caught my eye. It said “99% payout guaranteed,” which sounded like a good thing.…

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Identity vs. Role

By Chip Doyle / March 13, 2013

Sandler Training has many novel approaches to selling. But back in 2000 when I started my sales training business, there was one topic in particular that I wasn’t expecting in a sales training curriculum. There was an entire section dedicated to insuring that salespeople’s self-identity was separate and distinct from their sales role. I figured…

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Selling Isn’t Debate: Confessions of an Engineer in Sales.

By Chip Doyle / December 12, 2012

I used to be an engineer before I transferred into sales in 1988. I’m guessing you’ve heard jokes about engineers in sales. Accountants, contractors, PhD’s, and lawyers don’t have stellar reputations in sales, either. Yet these professions generally are an intelligent lot. They are quite skilled at what they do, since our daily lives may…

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OK, Not OK.

By Chip Doyle / November 27, 2012

The ABA Journal published a wonderful article about the legendary Texas lawyer “Racehorse” Haynes. In his very first jury trial, he accidentally stepped on a spittoon and fell to the floor in front of the judge and jury. After his client was later acquitted, he reasoned that it may have been because the jury felt…

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